Multi-Step Direct Mail | 100 Ideal Prospects | Dream 100 Strategy

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Shout out to Chet Homes. I'm using his strategy to target 100 perfect prospects.

My service: Conversion optimization.

USP: We guarantee to increase revenue generated through the business's website by 40% or we will continue to work (for free) until we do.

Plan for finding clients:

Step one: Send one page sales letter in handwritten invitational envelope (4-3/8" x 5-3/4")

Step two: follow up with an email to decision maker (person we sent letter to)

Step three: Priority mail envelope ($5.60 each) containing the one page sales letter with a case study behind on that relates to the same business type.

Step four: Follow up with phone call to decision maker.

Ultimate goal: Get a phone appointment with decision maker and close the sale.

Base price for service: Our service has a 3 month program. In 3 months we will increase your revenue generated through your website by 40%. We charge a base price of $5k a month ($15k total) for this service.

As you can see, it is very important to find a business that actually has a steady flow of visitors to their site. We require around 150 "conversions" (whatever a conversion is to them) to be able to do business with them and make tests with their website.


My question for you all is what business's or websites do you think could hugely benefit from something like this? I am just in the midst of trying to find some good business's to target for this because this will only work if I have laser targeted prospects. Also, I will take any comments or suggestions on what I could add to the -priority mail package that could potentially increase response rate besides the case study and initial sales letter.

thanks.
#100 #direct #dream #ideal #mail #multistep #prospects #strategy
  • Profile picture of the author Laubster
    thought about his biz model myself. e-commerce is most obvious option, but you can target literally any site ranking at the top of google for high volume keywords.

    I've "heard" 2 page intro sales letters work better than one page ones. having success with 2 page ones myself for rep mgmt. Also, the ultimate goal may be a little much given this is a $15k commitment. Extremely unlikely you're just going to get on the phone after one contact and close a $15k commitment. Ultimate goal should be to open a diagnostic conversation per Dan Kennedy's "authority positioning" approach.
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    • Profile picture of the author TakenAction
      Originally Posted by Laubster View Post

      thought about his biz model myself. e-commerce is most obvious option, but you can target literally any site ranking at the top of google for high volume keywords.

      I've "heard" 2 page intro sales letters work better than one page ones. having success with 2 page ones myself for rep mgmt. Also, the ultimate goal may be a little much given this is a $15k commitment. Extremely unlikely you're just going to get on the phone after one contact and close a $15k commitment. Ultimate goal should be to open a diagnostic conversation per Dan Kennedy's "authority positioning" approach.
      What do you do to close rep management from the first contact of the decision maker to the close? Just curious.

      I know for sure that it is possible to close a $15k deal over a phone appointment but not in all cases. I for sure could try something along the line of a free 30 minute strategy sessions or something.
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  • Profile picture of the author Laubster
    Well obviously the goal is closing the deal, but on the first call it's unlikely. You may have to put together a proposal analyzing their traffic numbers, how many rounds of testing it will take to see improvements, stuff like that. Educating them/putting yourself in an authority position.

    My rep. mgmt. calls are a work in progress, but it involves an initial call to discuss their situation, what I can do to help, etc. I can close the deal pretty fast, but when a biz owner knows they have shitty reviews and low star ratings that are showing up at the top of Google every time someone searches them, it's a serious problem they already know they need help with right away.

    In your case, people either know the benefits of CRO and are doing it already/have someone else doing it already or they don't know and you'll have to educate them. In either case, it's going to take time.
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    • Profile picture of the author TakenAction
      Originally Posted by Laubster View Post

      Well obviously the goal is closing the deal, but on the first call it's unlikely. You may have to put together a proposal analyzing their traffic numbers, how many rounds of testing it will take to see improvements, stuff like that. Educating them/putting yourself in an authority position.

      My rep. mgmt. calls are a work in progress, but it involves an initial call to discuss their situation, what I can do to help, etc. I can close the deal pretty fast, but when a biz owner knows they have shitty reviews and low star ratings that are showing up at the top of Google every time someone searches them, it's a serious problem they already know they need help with right away.

      In your case, people either know the benefits of CRO and are doing it already/have someone else doing it already or they don't know and you'll have to educate them. In either case, it's going to take time.
      Yeah sounds good most likely that is what I will be doing in the free 30 minute strategy session and go from there.

      Yeah I'm not sure if many businesses I bring this offer to will actually know what it is or not but I will just keep it simple for them and just try to make it as clear as i can that we will just be testing adding and switching around different elements on their site to increase conversions and overall bring it back to our guarantee of that 40% increase in revenue generated through their site.
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  • Profile picture of the author ThomasOMalley
    You ask for a lot of advice on the forum about your campaigns...that's good.

    But I highly recommend that you just pull the trigger...you have a bit of a case of paralysis by analysis.

    I hope you get good results with your campaign.

    P.S. You should use some grabber letters as Chet recommends in his book as part of the Dream 100 strategy.
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    • Profile picture of the author TakenAction
      Originally Posted by ThomasOMalley View Post

      You ask for a lot of advice on the forum about your campaigns...that's good.

      But I highly recommend that you just pull the trigger...you have a bit of a case of paralysis by analysis.

      I hope you get good results with your campaign.

      P.S. You should use some grabber letters as Chet recommends in his book as part of the Dream 100 strategy.
      Thanks Thomas. Yes I know you have commented on many of my threads and I always appreciate the help! I have been taking action as I go and I am just switching over from doing web design services to now conversion optimization because I can give more value to clients than I could before. So i just wanted to come here and get some quick thoughts on this.

      Much appreciated as always. - Connor
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      • Profile picture of the author ThomasOMalley
        Originally Posted by TakenAction View Post

        Thanks Thomas. Yes I know you have commented on many of my threads and I always appreciate the help! I have been taking action as I go and I am just switching over from doing web design services to now conversion optimization because I can give more value to clients than I could before. So i just wanted to come here and get some quick thoughts on this.

        Much appreciated as always. - Connor
        You need to fully embrace what Chet Holmes says in his book on the Dream 100 strategy.

        First, you need a highly targeted list of prospects...your ideal clients.

        Second, you need much more than 3 or 4 contacts with your list. You have to inspire confidence in your list of prospects by your regular contact with your prospects over a number of months.

        You should follow what Jeffrey Lant explains very clearly in his excellent book, Money Making Marketing. You need a minimum of 7 contacts with your prospects over an 18-month period.

        If you are not prepared to make this concerted effort, as both Chet Holmes and Jeffrey Lant recommend, you shouldn't waste your time on the marketing effort. You require "pigheaded" relentlessness as Chet stresses in his book.

        And yes, the shoemaker has shoes. I have just started this process for my marketing niche of 100 targeted prospects.

        And third, you are missing one of the most important elements of Chet's strategy...grabber letters, such as real money, flashlights, Rubik's Cube etc.

        All the best,

        Thomas O'Malley
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        • Profile picture of the author TakenAction
          Originally Posted by ThomasOMalley View Post

          You need to fully embrace what Chet Holmes says in his book on the Dream 100 strategy.

          First, you need a highly targeted list of prospects...your ideal clients.

          Second, you need much more than 3 or 4 contacts with your list. You have to inspire confidence in your list of prospects by your regular contact with your prospects over a number of months.

          You should follow what Jeffrey Lant explains very clearly in his excellent book, Money Making Marketing. You need a minimum of 7 contacts with your prospects over an 18-month period.

          If you are not prepared to make this concerted effort, as both Chet Holmes and Jeffrey Lant recommend, you shouldn't waste your time on the marketing effort. You require "pigheaded" relentlessness as Chet stresses in his book.

          And yes, the shoemaker has shoes. I have just started this process for my marketing niche of 100 targeted prospects.

          And third, you are missing one of the most important elements of Chet's strategy...grabber letters, such as real money, flashlights, Rubik's Cube etc.

          All the best,

          Thomas O'Malley
          love it thanks much Thomas!
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